It's always the adviser's fault - not

Underinsurance? Whose fault it that? Is it overpriced, overcomplicated products? A really long application form? A poor claims-paying reputation? A feature of a market where a quarter of all product is sold by counter staff doing little or no needs analysis? A lack of investment in correcting the PR image around those issues? No, none of the above: let’s blame the financial adviser!

Total and Permanent Disablement? What’s wrong with that product? What a beautiful name it has, snappy, positive, memorable great branding! Why isn’t more of that being sold? Come on, it’s got a dismemberment benefits! Surely you cannot wait to go and talk to clients about those. You don’t need good claims statistics – just get out and sell. Not enough sales? Let’s blame the financial adviser!

Misinsurance - Clients don’t understand what they’ve got? What do you mean you’re having trouble with our 44 page policy document? Or try the 159 page document. Try flicking between the schedule, the base wording, the benefit wording, the definitions section, and the claims procedures to see if you will get paid out.

It’s plain English! There’s no problem with our policies. Client confused?  Let’s blame the financial adviser!